OBGP 3210 - Conducting effective negotiations in different management context
Type d'enseignement : Seminar
Semester : Spring 2017-2018
Number of hours : 24
Language of tuition : English
Voir les plans de cours et bibliographies
Pre-requisite
Internship experience which will permit better understanding of the different management contexts, particularly what is at stake in each situation.
Course Description
In each of the 12 sessions, participants will be confronted one specific situation in order to find effective solutions. These 12 situations will be chosen among the 12 most usual situations that a manager can find in any kind of company all over the world but specifically in Europe : presenting, recruiting, coaching, separating, buying/selling, budget negotiation, multicultural relationships, crisis management, meeting conducting, team management, conflict management and transactional agreements, social negotiation At the end of each workshop, the instructor will give a specific theoretical and practical lecture course directly linked to the specific situation.
Teachers
EURIEULT, Vincent (Professeur visitant)
Pedagogical format
Inductive method : Doing and theorizing
Course validation
10% Participation 40 % Results obtained in each of the 12 sessions. 50% final business case preparation
Required reading
- 1. Getting to yes without giving in / Roger FISHER and William URY
- 2. Conflict management / Barbara BUDJAC
Plans de cours et bibliographies
Please find below a proposed outline based upon 12 sessions, to be filled in. Should you prefer to use a non-standard outline, please feel free to use the « non-standard course outline » area at the bottom of this document. In both cases please indicate required and/or recommended readings.
Session 1: SELLING / BUYING
Required readings:
- The Cube Method ©
Session 2: RECRUITING
Required readings:
- The Cube Method ©
Session 3: PRESENTING
Required readings
Session 4: TRANSACTIONAL MANAGEMENT
Required readings
Session 5: MULTILATERAL NEGOTIATION
Required readings
Session 6: TEAM MANAGEMENT
Required readings
- The Cube Method ©
Session 7: MEETING CONDUCTING
Required readings
Session 8: INTERNATIONAL NEGOTIATION
Required readings
Session 9: CRISIS MANAGEMENT
Required readings
Session 10: SOCIAL NEGOTIATION
Required readings
- actrav-courses.itcilo.org/en/a4.../a4.../social-negotiations/at./file
Session 11: BUDGET NEGOTIATION
Required readings
Session 12: SEPARATING
Required readings
- The Cube Method ©
Short biography
PhD, international expert, Professor Vincent EURIEULT is in charge of the development of « The Cube Method © » program which leads to ness , the world's first negotiation expert system.
Professor of negotiation, Vincent EURIEULT hold conferences in many institutions and business schools in France (Sciences Po, Ecole Polytechnique, HEC, ESCPEUROPE) and all over the world (Tulane University of New Orleans, FACC of San Francisco, HEC Genève, ESA Beyrouth).
He has created more than 180 pedagogical scenarios based upon authentic professional situations.
He is President of the Cercle Talleyrand, and a mediator for the French courts.